Littleton, NH

Part III

Which type of dialer is best for you?

Now that you know how predictive and power dialers function, you should have a better understanding of the differences between them. Predictive dialers work based on algorithms that direct them when to dial someone and which agent to transfer the call to. A power dialer is managed by the caller, allowing them to have complete control of calling without any doubt as to who they will be speaking with next.

Predictive dialers work best in a call-center environment where there are about 15 agents or more available to take calls. This is because the dialer is constantly making calls and then transferring them to an available agent – if all the agents are already on calls, the dialer would drop a call and it would be counted towards the abandonment rate, as previously mentioned. Again, the more agents in a call center, the more effective a predictive dialer would be.

Power dialers work better than predictive dialers in several cases – for independent agents, remote agents (home-based telemarketers), and in call centers with less than 15 agents. Power dialers are less costly than predictive dialers and do not require multiple agents for use.

Generally, predictive dialers are used for business-to-consumer calling while power dialers are used for both business-to-consumer and business-to-business calls. Predictive dialers are generally not used for business-to-business calling.

Finally, predictive dialers are more effective when the leads list has not been pre-selected and many of the numbers are expected to be not working, busy or unanswered. When you are working a list of quality leads, a power dialer may be the route to go so you will have a more quality connection.

-Jennifer Davis

www.mojosells.com

If you missed our previous blog post introducing this series about predictive dialers and power dialers, please check it out so you can get an idea of how predictive dialers work.

Part II

How does a power dialer work?

Power dialing is also outbound calling but, unlike predictive dialers, the agent is already on the line. The agent begins the calling session and, when a live answer is detected, the call is patched through to the agent. There is no transferring of calls because, in this case, the agent is already live on the phone.

Power dialers are great for single-agent scenarios or in a remote-agent environment as it is not necessary to have multiple agents standing by for calls to be transferred to. In general, the abandonment rate does not come into play as the majority of power dialers dial on one line at a time, so dropped calls happen infrequently. A single-line power dialer makes 75-80 calls per hour.

Mojo Sales Engine incorporates a triple-line power dialer with lead management software; unlike standard single-line power dialers, it allows users to make 250-300 calls per hour while protecting callers from surpassing the allowed abandonment rate. Check back soon to read more about how we accomplish this!

-Jennifer Davis

www.mojosells.com

If you are a sales agent who has realized the value of using a dialer over manually calling your leads, you have most likely done some research to see what is out there. You have probably come across the terms predictive dialer and power dialer and may be wondering what sets them apart and which is best for your use. There is no point in implementing a system you do not understand or that may not be ideal for your business model.

For this reason, we will be publishing several articles related to predictive and power dialers in order to give you a better understanding of how each works, their major differences, and how they can be of value to your business. Please check back over the next week for these informative posts or subscribe to our company blog @ http://mojosells.com/mojosells-0/ to be notified by e-mail of new blog updates.

Part I:

What is a predictive dialer?

Predictive dialing is a system of outbound calling that dials without an agent on the line. The dialer places numerous calls simultaneously and, when a live answer is detected, it automatically transfers the call to an available agent. This dialer is predictive because it anticipates when the next agent will be available and when the next live answer will be detected. It is all predicted based on calling patterns it observes.

Predictive dialers work best for call center environments where there are multiple agents available to take calls. There need to be agents available for the dialer to transfer a call to in order to avoid dropping calls, which count towards the abandonment rate. If there are not enough agents available for calls to be routed to, the allowed abandonment rate of 3% can potentially be surpassed, which would be a violation of federal statutes.

Generally, in real estate, the use of a predictive dialer does not make sense as the majority of realtors work independently and predictive dialers are optimal in multiple-agent scenarios. In this case, a power dialer makes the most sense for your dialing needs. Please check back soon to read more about how power dialers work!

-Jennifer Davis

www.mojosells.com

A career in real estate is challenging and takes a lot of determination, especially if your sales are made over the phone. Below are some tips to follow to ensure your sales presence is effective and strong:

· Take advantage of CRM technology

Sales reps in every industry should utilize Customer Relationship Management (CRM) technology to stay organized. It will allow you to keep notes on your prospects so you can continue building rapport as your leads flow through the sales pipeline. Schedule tasks for call backs and e-mails so you can keep on top of your prospects, as well as follow up with customers and reassure them they made the right choice.

· Develop rapport quickly

You only have a few seconds to build rapport with a prospect on your initial call. It is critical you have a bright and cheerful personality during the initial contact as you are at a disadvantage in not being able to convey body language during your conversation. Use your personality to your advantage during your calls and try not to come across as being too salesy or scripted.

· Schedule calls a week in advance

Plan your calls ahead and maximize your time, as it is extremely valuable. If you schedule your follow ups a week out, you will never run out of calls to make. Rank them by priority based on the nature of the call and call on them accordingly.

· Recognize the importance of your clients’ time

Every time you call a prospect, you are interrupting their day so make sure they know you are aware of that. Ask if it is a good time to talk for a few minutes and let them know you will not take much of their time. If they say it is not a good time to talk, ask when would be a good time and schedule the call. More importantly, call them back at that time!

· Be consistent in follow up

Follow up, follow up, follow up! It is a crucial part of the sales process, as it shows your prospects you in it for the long run. If you tell someone you are going to call at a certain time, follow through with it or you will begin to lose credibility with them. Once you lose credibility, you will not be able to regain it, especially on the phone.

Real estate agents must take advantage of the technology available to them in today’s marketplace. Your competitors are conducting business in the 21st century and you should too if you want to stay on top of the game. Use software to organize the data you have on prospects and provide reminders of tasks you have to complete. You are in charge of your own success!

-Jennifer Davis

www.mojosells.com

We all know when calling Expired listings you want to be the first Agent to contact the homeowner. If you are in an area that has a large amount of vacation homes you know the worst thing to do is call someone at 5:00 am because you are on the East coast and they are on the West. The truth is that you are probably the first person contacting them, but you probably aren't going to be the Agent re-listing for them. MOJO's newest feature, Zone Guard, takes care of that problem for you. You give Zone Guard the time frame you want to call and it will automatically bypass any number that doesn't fall within that time. No more waking a lead up at the crack of dawn.

-Jon Stroker, MOJO CSM

www.mojosells.com